Accelerate Podcast with Andy Paul
February 22, 2016

On Accelerate! Now: Episode 96 with Fred Diamond. How to Survive (and Thrive in!) the Evolution of the Sales Profession

In this episode, Fred Diamond, founder and Executive Director of the Institute for Excellence in Sales, shares his opinions about the evolution of the sales profession. Among the many topics we discuss in this interesting conversation are:

  • The three primary challenges facing sales professionals today
  • Why it’s actually becoming easier to get in touch with decision makers
  • The growing academic support for sales and what this means for new people entering the profession
  • How millennials are changing how sales training should be structured and conducted
  • A radical proposal for how companies should foster and support a commitment to continuous learning in their sales teams.

If you’re in sales or sales management, then you definitely need to listen to this episode.


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More about Fred Diamond

One book every sales person should read.
Beyond Referrals by Bill Cates

Who's your sales role model?
Tom Snyder

What's the 1 app that you use for managing your own sales, or sales management, that you can't live without?

What's the most powerful sales tool in your arsenal?
The phone

Contact Fred Diamond

Contact Fred





Companies using ConnectAndSell grow their revenue faster by enabling their sales reps to have more sales conversations in 90 minutes than they normally have in a week. Click on this link to get started at


LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers better visibility into team behavior, processes, and deals.  To Learn More Click Here.


Read the full transcript of today’s episode here.

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales.Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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